In this episode of Awakened Entrepreneur (R)Evolution, I'm diving deep into one of the biggest challenges I hear from my clients: how to confidently state your high-ticket price without your voice cracking or your heart racing. If you've ever felt like you were crushing a sales call until it came time to say "$10K" and suddenly your nervous system went into complete fight-or-flight mode, this episode is for you.
I'll walk you through why this happens (spoiler: it's not actually a sales problem, it's a nervous system problem), share the exact regulation techniques I use in high-stakes moments, and reveal how to create offers you feel so good about that stating the price becomes effortless. We'll also explore the psychology of high-ticket buyers and why pricing at your conviction level—not affordability—is the key to attracting premium clients who value transformation.
Key Takeaways:
Your Pricing Problem Is Actually a Nervous System Problem: When your voice cracks at "$10K," it's because your nervous system has shifted into fight-or-flight mode. As entrepreneurs, we're constantly at the edge of our comfort zone, so learning to regulate yourself in high-stakes moments is crucial for long-term success.
It's Not What You Say, It's Who You Are When You Say It: We've all experienced someone stepping into doubt, fear, or desperate energy during a sales conversation. In that moment, you lose them. The key is staying present, grounded, and convicted in your value.
Fear Doesn't Exist in the Present Moment: Most sales anxiety comes from being up in your head instead of fully present with your prospect. When you're truly listening and holding space for them, your ego can't feed you stories about not being worth it.
Price at Your Conviction Level, Not Affordability: This is a race to the bottom. There will always be people who can afford your offer and people who can't. High-ticket buyers understand that premium transformation comes at a premium price.
High-Ticket Buyers Are Different: They're action-takers who value investment over cheap solutions. They want high quality, high touch, and high transformation. When you own your premium energy, you attract clients who match that frequency.
Your Offer Should Feel Worth 10x Your Price: When you create offers you genuinely believe are insanely valuable, selling becomes effortless. You shift from "I hope I can get them to pay this" to "This is such an incredible opportunity, it would be selfish not to offer it at this price."
Practical Implementation:
During Sales Calls:
👉🏻 Stay fully present - listen instead of waiting to talk
👉🏻 Ground yourself by feeling your feet on the floor
👉🏻 Use belly breathing to down-regulate your nervous system
👉🏻 Remember your intention - it's about serving them, not proving yourself
👉🏻 When you feel fear rising, flick your ego and come back to your breath
Before Sales Calls:
👉🏻 Implement a pre-sales call ritual to enter the right state
👉🏻 Add up all your experience, certifications, and expertise
👉🏻 Create offers you love so much they feel worth 10x the price
👉🏻 Practice stating your price until it feels natural
Pricing Strategy:
👉🏻 Use the descension model - start with high-ticket, then build down
👉🏻 Speak premium buyer language in your messaging
👉🏻 Include multiple layers and experts in your high-ticket offers
👉🏻 Focus on transformation and results, not time invested
In This Episode, You'll Discover:
✅ Why entrepreneurs need nervous system regulation skills for success
✅ The difference between being present vs. being in your head on calls
✅ How to kick your ego out of sales conversations
✅ Why some offers sell better at $25K than $3K
✅ The energetic difference between low-ticket and high-ticket buyers
✅ How to avoid pouring from an empty cup with underpriced offers
✅ The identity shift from "selling high-ticket" to "being someone who sells high-ticket"
Resources Mentioned:
👉🏻 Pre-Sales Call Ritual (comment "RITUAL" for access)
👉🏻 High-Ticket Offer Creation Training
👉🏻 The Descension Model Framework
About Jana Niksa: Jana Niksa is The Authentic Sales Coach and Conversion Queen who spent over 20 years as a top-performing sales executive before building her coaching business. She specializes in helping coaches, consultants, healers, and service-based entrepreneurs create high-ticket offers and authentic sales processes. Known for "mixing the woo and the do," Jana combines spiritual principles with practical sales strategy for sustainable business success.
Connect with Jana: Ready to master high-ticket sales and price with complete confidence?
🌐 Website: theauthenticsalescoach.com
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Ready to stop letting pricing anxiety sabotage your sales calls? Book a consultation at chatwithjana.com or learn more about working with Jana at highticketwealthmastery.com 💕
Keywords: high-ticket sales, sales confidence, pricing strategy, nervous system regulation, premium pricing, sales coaching, authentic sales, business coaching, entrepreneur mindset, sales training
